Tag Archives: sales

Finding the decision maker

Real estate coach Jared James has a useful tip on how to figure out who will make the decision on whether or not you win a listing. In “How to Get the Listing Every Time,” he recommends: “At some point when you arrive at the seller’s home, say, ‘So who’s going to show me around this beautiful home?’ It doesn’t sound like a big deal, but this simple line will reveal to you who the decision maker is.” The person who says “I will” is, of course, your woman or man.

Find Jared’s article

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‘The single most revealing sales question’

Understand the “why” behind what your buyer wants if you want to go beyond being a real estate order-taker and become a trusted adviser, says Jeff Shore, founder of Shore Consulting, in an article for REALTOR Mag:

“There’s a vitally important question I encourage you to start asking your clients. It will make a tremendous difference in what you learn about them: ‘Tell me one thing you would bring with you from your current home and one thing you’ll be happy to leave behind.’ ”

Read more from Jeff

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Ask for just 5 minutes

Real estate trainer Jared James takes on the task of converting seller leads in a recent post for RealtorMag. Among his three suggestions to help you get in the door with a hesitant homeowner: Ask for 5 minutes. The time limitation reassures the homeowner that you won’t eat up much of his time, and there’s no big commitment.

Jared starts the conversation: “Would you be offended if I came by to do a quick five-minute onsite price consultation?” Get the homeowner interested by explaining that automated online estimates are often inaccurate. A local agent will know better.

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Give a little, with a flourish

Reciprocity is something you don’t have to explain to people. They just get the idea of mutual exchange. According to a blog post from marketing and sales software company HubSpot:

“One study found that when waiters gave customers a complimentary mint, their tip increased 3 percent. Giving two mints saw a 14 percent increase. When the waiter left one mint, then turned around and said, ‘But for you nice people, here’s another mint,’ his tip increased by 23 percent.”

The blog’s conclusion: “Going above and beyond for your prospects — especially with a bit of theater — will make them want to help you if they can.”

As a Realtor, what’s your mint? Small gifts like magnets or calendars are nice, but a gift doesn’t have to be material. One sincere compliment can go a long way, and good information and outstanding service are most always appreciated.

Read more about “18 Tricks to Convince Prospects to Buy”

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Reaching Younger Buyers and Sellers

You know homebuyers and sellers 35 and younger grew up digital and turn to the Internet for real estate information. When it comes to communications, it’s not surprising they also trend digital. NAR notes in its "Generational Trends Report" that young buyers put importance on your communicating through emails and texts, while older buyers are more interested in phone calls.

But Millennials can surprise you. For one thing, they love print.

"Textbook makers, bookstore owners and college student surveys all say Millennials still strongly prefer print for pleasure and learning," the Washington Post reports in an article titled "Why digital natives prefer reading in print." Why do they? Print doesn’t beep, and it lets you relax and absorb what’s on the page.

The same factors play into our continuing attraction to print catalogs, which retailers such as JC Penney have found they can’t afford to give up, and to magazines. An amazing 91 percent of Americans read a magazine in the past six months. Younger Americans, 18 to 24, read more magazines than any other age group.

That’s where Homes & Land comes in. We’re a print magazine, a catalog of homes. We’re also a digital player with a website and easy-to-use online tools. We’re a multichannel, integrated marketing company that gets your listings to everywhere your customers are, no matter their age.

Get a closer look at the whole Homes & Land package


Getting the Web Right

"So, I just wanted to let you know. This week I have been going through all of my websites, ads, everything … lol. And what I have found very interesting is that, going through these 30-some-odd websites, when I searched for myself before logging in … I’m either nowhere to be found, my information is incorrect, or the profile just looks plain flat stupid. When I got onto HomesAndLand.com — everything is correct!!! When I searched for myself in 73034, bam, there I was. When I clicked on details, bam, there they were … good job!!!!"

DAVID DOBSON, Realtor/broker with ERA Courtyard
in Oklahoma City, Okla., and Homes & Land advertiser

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